Relationship
Selling
More than just selling to
customers; it’s building
trusting relationships
Why do some
customers seem easy
to work with, while
others are so difficult?
Relationships Selling Seminars show you
what you must do to improve results in today’s
changing marketplace, and how to do it. This
informative seminar provides a solid base of
awareness that supports the understanding of
how to relate to customers. Great sales people
know the answers and now you too can learn
their secrets.
Relationships Selling is a powerful yet simple
way to treat customers the way they want to be
treated. Quite simply, it’s an essential ability to
‘read’ and ‘adapt’ to the natural behaviour of
your customers.
Your versatility in being able to do this makes
customers feel comfortable with you and
improves your success and increases your sales.
Relationship Selling takes you through the
various aspects of relationships between people
and will teach you a structured process to
enhance your ability to make more sales and
build lasting customer relationships.
And why do some
sales techniques
work on some
customers and not
on others?
If you give the same
sales presentation to
everyone then your
maximum chance of
success is only 25% !
We’re all in sales. We sell daily to our customers and
our colleagues. Selling is a way of doing business
and we should be good at it.
Studies indicate that customers change suppliers of a
product or service mainly due to the human
interactions as opposed to the product itself.
Essentially, the behaviour of a sales professional has
an enormous amount of influence on the customer’s
decision to begin, continue or to conclude a business
relationship.
Did you
know ?
1.
People tend to feel comfortable
with and buy from sales people
that display behavioural styles
similar to their own.
2.
Sales people tend to sell more
effectively to people with
behavioural styles similar to their
own and
3.
If salespeople adapt their
behavioural style to that of the
customer, their sales increase.
For example, some customers will be
detailed and analytical while others will
appear interested in the big picture and
few details. Some customers will want to
proceed at a faster pace while others
require more time to process information
before arriving at a decision.
If your sales team is not selling
behaviourally, they are only 25%
effective. A sales person’s ability to
understand, identify and adapt to the
behavioural differences of their
customers will increase their sales success
and your bottom line!
How much more business
would you have if your
salespeople presented in a way
that was compelling to each
customer?
Sales representatives not only sell your
product or service, they represent your
business and are often the only point of
personal contact your company has with
its customers. How much more business
would you have if your salespeople
One seminar
nine new skills
This program will turn even the most sceptical sales
person into an effective customer relationship builder.
presented to each customer in a way that
was compelling and rewarding.
At our Relationship Selling Seminar, you will
!
Too often relationship self improvement is
!
overlooked when sales people are up
skilled on product benefits and features.
!
By adding Relationship Selling techniques
!
to your sales reps and employees training
programs you significantly improve your
company’s performance.
!
!
!
!
!
Learn how to use powerful selling techniques
to increase your sales
Understand your customers and build new
relationships with them
Discover your behavioural style and how to
recognise the styles of others
Make behavioural-based decisions about your
sales presentations
Learn how to adapt your style and make others
comfortable in making buying decisions
Learn how to tailor different presentations to
match each customer style
Develop closing proposition’s tailored to suit
each customer
Develop key principles in getting the customer
to say ‘YES’
Increase your chances of sales success by 100%
You will come away from the Relationship Selling
Seminar with useful tools to reinforce your new skills
and support you in any new selling situation. You will
be able to apply the information you receive in this
seminar immediately.
Experience
Since 1999 we have helped hundreds of companies and
individuals gain a competitive edge to increase sales
and effectiveness.
The Relationship Selling Seminars combine practical
experience, technology, human psychology and leading thinking in business.
This program takes you through the various aspects of
relationships between people and will teach you a
structured process to enhance your ability to make
more sales and build lasting customer relationships.
Seminar
Options
One Day
The standard seminar format requires one full day,
which allows time for a complete discussion of the
core content and role play practice for all participants.
Half-Day or Shorter Versions
A shortened version of the program can be scheduled
to accommodate client requests. Typically, these
formats last from two to four hours.
Book a
Seminar
To schedule a Relationship Selling Seminar at
your company, or for more information about
costs or program customisation, please contact
Nathan Chanesman
Telephone 0418 100 012
Email nathan@rainmakermanagement.com.au
Web: www.rainmakermanagement.com.au
Rainmaker Management Pty Ltd
PO Box 1497, Double Bay NSW 2028,
ABN 42 117 074 035
About Nathan Chanesman
Dedicated to helping people reach
their potential, Nathan Chanesman is
a leading expert on personality and
leadership styles. Nathan is CoFounder and CEO of
www.myprofile.com.au, an online
behavioural assessment company
helping tens of thousands of
individuals achieve success and
personal enrichment in their careers,
and hundreds of recruitment
companies and employers find the
right person for the job.
Nathan is also CEO of business
coaching and training company
Rainmaker Management
(www.rainmakermanagement.com.au)
and his seminars, training and
keynote addresses are used by many
organisation’s to increase sales
effectiveness and communication
within companies.
This seminar will
turn even the most
sceptical sales person
into an effective
customer relationship
builder